Vendor Education

Managing the Technology Channel - Part 1: Modules 5-8 (Formerly CAM Training)

1:15 PM–5:00 PM Aug 1, 2023 (US - Pacific)

Palazzo Ballroom D


Managing the Technology Channel Part 1 offers those in channel management roles the opportunity to further develop the skills and knowledge needed to lead initiatives and investments that drive indirect sales revenue. This eight-module bootcamp is designed to give participants the mindset, concepts, knowledge, and skill to grow into an “evolved channel manager.”


  • Develop strategies to choose, manage, engage, and assess partners for maximum growth
  • Evaluate and Accelerate partner productivity through measurement and tracking and managing partner relationships
  • Build ramp plans to support the partner lifecycle and apply emerging industry trends to strategize customer experience and partner satisfaction

Module 5:

  • Building a Ramp Plan
  • Evaluate the framework of ramp phases and the partner lifecycle
  • Identify the components of a ramp plan
  • Identify best practices for keeping ramp plans on track


Module 6:

  • Managing Channel Partners
  • Identify the information you need to build a partner profile
  • Describe partner performance and partner management strategies
  • Describe approaches for dealing with channel conflict
  • Describe best practices for partner communication, engagement, and management


Module 7:

  • Marketing with Channel Partners
  • Describe the value of partner marketing programs
  • Describe the CAM’s role in marketing
  • Apply best practices for building a repeatable partner marketing system


Module 8:

  • Partner and Customer Experience
  • Identify ways to focus on the partner experience
  • Identify ways to focus on the customer experience